Ringless voicemail is a technology that allows marketers to leave voicemail messages without making a call to a customer or a prospect. This is what makes ringless voicemail different from traditional telemarketing.
The technology works only with cell phones. It calls the business landline of a cellular service provider and delivers a voice message to a customer via the landline. The cellular service provider then delivers the message to the space on the server allocated to the customer and notifies the customer about it.
Traditional telemarketing has a lot of disadvantages that include disturbing the customer or the prospect. Depending on the type of the phone service, the customer or the prospect may also have to pay for the call. Ringless voicemail doesn’t have any of these disadvantages. People check their voicemail at their convenience and respond to the messages when they choose to, which is why marketers that use ringless voicemail enjoy very high open rates and response rates.
This article will introduce you to 5 ways you can get more leads with ringless voicemail.
1. Get inbound calls
To this day, face-to-face selling is one of the most effective ways to sell because it offers a number of advantages that other sales methods don’t. When selling face-to-face, you get the full attention of your prospect. This is very different when selling on a webinar with several hundred attendees and having your attendees watching the webinar and the game on TV at the same time. During a live interaction, you can also answer any questions or objections of your prospect in real time. Selling by phone also offers these advantages, which is why telemarketing can be very effective even in the twenty-first century.
The problem with telemarketing is that it comes with a lot of restrictions. In the United States, the Telephone Consumer Protection Act of 1991 and the Federal Trade Commission Telemarketing Sales Rule describe in detail who can make telemarketing calls and what rules they have to follow.
Typically, telemarketers can’t call homes between 9 p.m. and 8 a.m. Telemarketers also need to honour the National Do Not Call Registry and not use any automated equipment. However, none of these laws applies if instead of making phone calls to prospects, you are answering phone calls from prospects.
For this reason, one of the best marketing strategies any business can use is creating a system that gets your prospects to call you. To build such a system, ask yourself: what do my prospects need to know, believe and want in order to call us? For example, your prospects may be currently thinking that if they call you, they will have to deal with a pushy salesperson. In this case, you want to mention in your email, ad, or ringless voicemail that when they call you, they will talk to a friendly person who will answer all and any their questions and will not try and sell them anything unless they want to buy.
Ringless voicemail can be a very effective part of this system because to listen to a ringless voicemail, prospects need to interact with their phone. When you send a direct mail package or even send an email, the prospect may not have his or her phone right next to her. Making a call may involve going to a different room in the home and picking up a phone that is currently being charged. When you leave a ringless voicemail, you know with absolute certainty that your prospects have their phone in their hands when listening to the voicemail and can return the call right away.
2. Put prospects into an IVR to qualify them
Many businesses waste a lot of resources trying to convert leads that are not willing or ready to buy.
If you are selling a low-ticket impulse-buy product, then making a sale is all about making it easy to buy. If, however, your product or service is complex or expensive, it is very likely that buying is a process.
The prospect first has to realize that he or she has a need or a want. Then, there’s typically an information gathering stage during which the prospect compares options, learns about features and benefits, finds testimonials from past and current users of the product. If you operate in a B2B environment, you may need to pre-sell your product and have your prospects include the purchase of the future budget before the sale can happen.
The best way to sell in a scenario where there’s a process during the sale is to qualify your prospects and segment them based on their willingness and ability to buy. Then, provide them with what they need to move up the ladder towards the purchase. For example, to those at the very bottom of the ladder, meaning not ready to buy yet, you can offer a report about X things about the kind of product or service you offer. To those who are almost ready to buy, you may send a series of videos from your happy customers.
Ringless voicemail provides an excellent opportunity to segment your leads. When they respond to your voicemail, you can place them into an IVR system and qualify them. If someone is not yet ready to buy, you can place them into an omnichannel sales funnel. If someone is ready to buy, you can connect them to a salesperson that will make a sale and turn the lead into a customer.
3. Direct users to a website
Ringless voicemail has very high listen-to rate because it is very non-threatening. When walking into a physical retail store, most people do not want to talk to a salesperson because they are afraid that the salesperson will try and sell them something. This is the reason why most people say that they are “just looking” when an employee in a retail store offers them help. The same happens with phone interactions: people think that they may have to deal with a pushy salesperson, which is something nobody likes.
Because of this, directing users to a website can be an excellent suggested action for those who listen to your ringless voicemails. There is no risk in listening to a voicemail. There is also no risk in visiting a website. Create messages that are interesting and exciting. Then, have an offer for those who take action and visit your website.
4. Send an SMS with the RVM simultaneously so there’s an easy way to call OR click a link
To increase the effectiveness of your voicemails, you can simultaneously leave a ringless voicemail message and send a text message with a link to a website. Typically, your conversions will go up every time you offer several ways to respond. Even when the message and the offer are the same, the people that won’t call will click. The people that won’t click and follow a link will call and talk to someone on the phone or leave a message requesting a callback.
5. Drop voicemails on your existing leads that don’t answer their phone, giving them an incentive to call back.
Many marketers give up on their leads too early. They would call a lead or send them information and give up on the lead if the lead takes no immediate action.
For any of your leads to make a purchase, three things need to happen at the same time:
1. They need to have a want or a need
2. They need to have a reason to buy right now
3. They need to have an ability and funds to buy right now
Someone may want your product and have a reason to buy your product right now, but if there is no money in the budget, they will not be able to do so. It is also possible that a lead has some urgent matters to attend. They want your product and have the money, it is just that the moment is not right. This is when a lot of marketers get upset and give up, not realizing that the reasons why the sale hasn’t happened yet have nothing to do with them or the product that they are selling.
The best thing you can do if someone doesn’t buy in the moment is create a follow-up system and use voicemail as a part of it. When a person is not picking up a phone, drop them a voicemail. Remind them about your offer and give them an incentive to call you back.